Digital Dealer - June 2018 - 46

FINANCE & INSURANCE

By Mike Hirschfield
CEO,
Cornerstone Dealer
Development

4 Ways F&I Managers Can Win
Over the Sales Team
F&I managers have a
tough job! Personally,
I love the grind, but it's not
for everyone. The hours
are long, the pace is
relentless, and the
expectations are unforgiving. Let's face it, a lot rides
on an F&I managers'
ability to secure the deal,
protect the dealers' CSI,
and add much-needed
profit to each and every
deal. Unfortunately, many
F&I managers go down
this road alone with little to
no personal help from the
sales team.
When I was an F&I
manager, I did not have
to go at it alone. However, there was one store
in particular where my
partner did. You see, my
partner was not generally
liked by the sales team,
and would not accept
any help from me or the
other managers. It was
to the point that if a good
deal was coming, many
salespeople would try and
get it to me, whereas if a
problem/difficult deal was
coming they'd try and get
it to him.
I am a firm believer that
culture dictates behavior,
but as an F&I manager
you create the culture
that follows you. In other
words, while every dealership has its quirks, you
46

JUNE 2018

ers, and bring others down.
Victors have a winning
mindset and they know
how to influence and lift
others up through effective
questioning and coaching.

2: REMOVE THE
CURTAIN

are in control of how the
team feels towards you
and works with you.
I can attest that when
you win over the sales
team, your job as an F&I
manager is much easier
and more profitable. Here
are four ways you can win
over the sales team:
1: DON'T CRITICIZE
OR COMPLAIN

Salespeople are going
to make mistakes. We all
do! Murphy's Law is well
known for good reason.
Great managers focus on
ways to get the best out
of the team, not focus on
the bad. What do you do
when someone complains

D I G I TA L D E A L E R . C O M

about something you did
or criticizes your performance? Unless you are
an alien, you get defensive! Maybe not necessarily out loud, but certainly
inside your own mind. You
will immediately begin to
justify yourself and your
actions. Everyone does
this to a fault. This is why
it never makes sense to
criticize or complain. All
you do is put the other
person on the defensive
right out of the gate. In
life, you either think like a
victim or a victor. No one
is interested in following
a victim. Victims complain
about others, blame oth-

You may be a magician
with numbers, but don't be
like the wizard in the movie
OZ the Great and Powerful!
Get out from behind the
curtain and communicate
with the sales team. As a
director, I required all F&I
managers to be at the
sales desk or on the sales
floor when they weren't
doing deals. You want to
be an active resource for
the sales team. I suggest
you regularly talk with them
about your F&I process,
and how you and your
products serve them and
their customers. In sales
meetings don't just sit in the
back as some mysterious
high-profile character; offer
to lead specific segments
of the meeting where you
can educate and bring real
value to the salespeople.
Some F&I managers buy
lunch for the sales team to
celebrate various achievements. When I was an F&I
manager there were many
occasions where salespeople even bought me
lunch. I encourage you to
remove the curtain and be


http://www.DIGITALDEALER.COM

Table of Contents for the Digital Edition of Digital Dealer - June 2018

Digital Dealer - June 2018
Contents
Letter from the Show Director
The Power of Bear’s a “Little Bit Extra”
Sustained Legacy for Greatness - So Many Layers of Benefits to Be Derived
Innovate & Adapt
Subscribe & Drive
A Little Preventive Maintenance Goes a Long Way in Protecting Your Franchise Investment
A Metric That Merits More Attention— Your Used/New Sales Ratio
The Law of Attraction
How to Tailor the Brand Experience for the Decision Maker
The Power of Internal Marketing!
Andrew Walser Walser Automotive Group
The Perfect Dealership: Mastering the Basics
Wanna Hurt or Maim Someone? Use Their Vehicle!
Fixed Ops BFF
Broken Links Lead to Broken Relationships
5 Ways to Immediately Improve Your Social Media Strategy
Don’t Be Shy – The Tough Questions You Should Be Asking Vendors
4 Ways F&I Managers Can Win Over the Sales Team
The Consultative Approach to Selling
Digital Dealer - June 2018 - CT1
Digital Dealer - June 2018 - CT2
Digital Dealer - June 2018 - Digital Dealer - June 2018
Digital Dealer - June 2018 - Cover2
Digital Dealer - June 2018 - 1
Digital Dealer - June 2018 - Contents
Digital Dealer - June 2018 - 3
Digital Dealer - June 2018 - Letter from the Show Director
Digital Dealer - June 2018 - 5
Digital Dealer - June 2018 - The Power of Bear’s a “Little Bit Extra”
Digital Dealer - June 2018 - 7
Digital Dealer - June 2018 - Sustained Legacy for Greatness - So Many Layers of Benefits to Be Derived
Digital Dealer - June 2018 - 9
Digital Dealer - June 2018 - 10
Digital Dealer - June 2018 - 11
Digital Dealer - June 2018 - Innovate & Adapt
Digital Dealer - June 2018 - 13
Digital Dealer - June 2018 - 14
Digital Dealer - June 2018 - 15
Digital Dealer - June 2018 - Subscribe & Drive
Digital Dealer - June 2018 - 17
Digital Dealer - June 2018 - A Little Preventive Maintenance Goes a Long Way in Protecting Your Franchise Investment
Digital Dealer - June 2018 - 19
Digital Dealer - June 2018 - A Metric That Merits More Attention— Your Used/New Sales Ratio
Digital Dealer - June 2018 - 21
Digital Dealer - June 2018 - The Law of Attraction
Digital Dealer - June 2018 - 23
Digital Dealer - June 2018 - How to Tailor the Brand Experience for the Decision Maker
Digital Dealer - June 2018 - 25
Digital Dealer - June 2018 - The Power of Internal Marketing!
Digital Dealer - June 2018 - 27
Digital Dealer - June 2018 - Andrew Walser Walser Automotive Group
Digital Dealer - June 2018 - 29
Digital Dealer - June 2018 - 30
Digital Dealer - June 2018 - 31
Digital Dealer - June 2018 - 32
Digital Dealer - June 2018 - 33
Digital Dealer - June 2018 - The Perfect Dealership: Mastering the Basics
Digital Dealer - June 2018 - 35
Digital Dealer - June 2018 - Wanna Hurt or Maim Someone? Use Their Vehicle!
Digital Dealer - June 2018 - 37
Digital Dealer - June 2018 - Fixed Ops BFF
Digital Dealer - June 2018 - 39
Digital Dealer - June 2018 - Broken Links Lead to Broken Relationships
Digital Dealer - June 2018 - 41
Digital Dealer - June 2018 - 5 Ways to Immediately Improve Your Social Media Strategy
Digital Dealer - June 2018 - 43
Digital Dealer - June 2018 - Don’t Be Shy – The Tough Questions You Should Be Asking Vendors
Digital Dealer - June 2018 - 45
Digital Dealer - June 2018 - 4 Ways F&I Managers Can Win Over the Sales Team
Digital Dealer - June 2018 - 47
Digital Dealer - June 2018 - The Consultative Approach to Selling
Digital Dealer - June 2018 - Cover3
Digital Dealer - June 2018 - Cover4
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